First question: do VAR’s add value to your business????

answer: yes, definitely (based on my 12+ years experience in channel/reseller businesses, I could call on very many success stories)

A sound partnership with a technology solution provider (aka VAR, Partner, Solutions Provider, Reseller) is fundamental to the success of any business in the SMB sector.

The skills and expertise of the VAR is critical to:

• your business deriving optimum value from technology solutions

and

• achieving great ROI from all technology driven investments

VAR’s are usually independent businesses, specialising in accounting/business/ERP solutions marketed by vendors; such as SAP, Microsoft, Oracle, Netsuite etc..

The evaluation criteria for a suitable “VAR” should include:

• expertise in the specific industry segment (i.e. if you are in the business of manufacturing chemicals, does the VAR have other clients in this segment)
• the opportunity to connect with other businesses within the VAR’s clientele, who will be real life customer references
• the stability and longevity of the VAR’s business
• the long term relationship between the VAR and the vendor organisation
• ‘modus operand’ of the VAR’s organisation (i.e. how much time have they spent understanding the specific needs of your business)     
• the competency level of the consulting/service delivery staff 
• the capacity to deliver the solution within the time-frame specified
• the capacity to provide on going support

Evaluating the relationship with your VAR should be on going, to ensure that the relationship is continuing to add value in the light of changing needs of the business…